4 Steps to Overcome a Sales Slowdown

Step #1:  If you are currently working as a team but managing information individually, consolidate!  Take all of your sales team’s lead/prospect information and manage it in one location with all team members having access to the list.

Step #2:  Hold your team accountable for properly tracking all pertinent lead/prospect information – notes, appointments, calls made, to-do’s, issues, products/services interested in, etc.  The more information that is tracked, the better chance of closing the sale and following up.  But if your team is not held accountable, they will most likely not begin to track this kind of information.

Step #3: Report on all key sales statistics (# calls made per sales rep, # meetings set/completed, # days between follow-ups, etc.).  Share the gains/losses with your team so they feel like part of the process and accountable for the change.

Step #4:  Start counting up the number of additional sales opportunities your team discovers in the first month of applying these changes.  You should begin to see an upward trend in sales activities, which should then convert into an increase in closed business and revenue.

If you are not already taking such measures in your day-to-day sales efforts, I urge you to begin doing so.  What have you got to lose but time?  The benefit is a gain of time tenfold to the time it takes to set up a system within your team.

If you want to achieve maximum results, invest in a database system that can handle tracking all of this information, like a Customer Relationship Management (CRM) system.

Want help in implementing a CRM system or need assistance figuring out where to start?  Contact DB Pros.  info@dbprosconsulting.com or call (973) 607-1627.